[Remote] Sales Specialist 3
Note: The job is a remote job and is open to candidates in USA. Red Hat is the world’s leading provider of enterprise open source software solutions. They are seeking an Automation Sales Specialist to focus on software subscription sales and services for the North America Public Sector Intelligence agencies, responsible for creating sales opportunities and understanding customer needs.
Responsibilities
- Owns the development of new strategic sales opportunities
- Leads critical customer presentations/sessions around business problems, Red Hat solutions, business value, competitive positioning and product capabilities and roadmaps
- Maintains relevant and detailed knowledge about products in your domain (features, updates, success stories, etc.) and general knowledge of the RH portfolio
- Maintains knowledge and enables account teams on current "Plays" in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.)
- Advises on and speaks to forecasts for appropriate products, services and training
- Guides strategy based on deep knowledge of industry or specialty
- Positions right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment
- Drive growth beyond initial sale and deployment to scale and expansion to other relevant products
- Coordinate with Customer Success on the delivery of the proposed business value/solution
Skills
- Active Top Secret security clearance with SCI and a minimum of a CI polygraph (current) is required
- Must be local to the Washington DC Metro area
- Strong technology foundation (business-focused SA, Tech Leader, Prod Manager, Big 6 Consultant, Specialist, App Dev delivery, start-up AE) with ability to translate business value
- Proven track record of proactive prospecting
- Highly competitive with 'No-Excuses' accountability
- Values of curiosity, authenticity and humility in helping our intelligence agencies reduce toil and increase efficiency and mission capabilities
- Strong understanding of the buyer journey and mapping it your sales process
- Has successfully used the MEDDPICC framework to qualify opportunities and test champions
- Proven experience in selling to Department of Defense
- Challenger mentality with demonstrated persuasiveness
- Passion and curiosity about technology, the market, and its future demonstrated by what you read, follow, subscribe to, listen to, etc
- Strategic thinker who sees beyond selling an individual product to a single need
- Entrepreneurial and motivated to run your own business within the role
- Highly effective orchestrator and collaborator, able to lead a cross-functional team (internal and partner ecosystem) through a complex sales cycle
- Compelling presenter of business and technical topics, capable of delivering demos for your domain
- C-Suite presence: charismatic, outgoing and able to 'own the room' to connect individually
- Relevant experience in one or more of the following: territory, vertical, account selling
- Automation tech experience with Ansible or comparable technology
- Experienced in key automation use cases (Infrastructure as Code, Ops as Code, security, network, etc.)
- Conversant with ROI nuances and business-value arguments around high-degree automation and autonomous operations
- Experience with technology offerings and economics of cloud computing
- Knowledge of the principles and processes of open source technology
- Prior startup experience is a plus
Benefits
- Comprehensive medical, dental, and vision coverage
- Flexible Spending Account - healthcare and dependent care
- Health Savings Account - high deductible medical plan
- Retirement 401(k) with employer match
- Paid time off and holidays
- Paid parental leave plans for all new parents
- Leave benefits including disability, paid family medical leave, and paid military leave
- Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!
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